Built the CRM from zero. Shipped a $6.2M pipeline.
In 2021 they had a five-seat Salesforce setup with limited adoption and no reliable way to tie marketing to revenue. By 2024 I was running a $6.2M+ pipeline engine on HubSpot with 100+ employees onboarded and revenue traceable back to channel source. I built the system from zero, then owned it across Marketing, Sales, and Service.
Marketing-sourced across tenure, through 2025
19 deals to 41 in twelve months
Marketing-sourced, year over year
Marketing contribution in a single year
Doubled deals in twelve months.
Marketing-originated deals jumped from 19 to 41 the year I defined the funnel, made MQL and SQL criteria operational, and put pipeline visibility in front of leadership. The team didn't grow, the instrumentation did.
A balanced mix, no single lucky lever.
Conferences led on deal volume, inbound led on pipeline dollars, and webinars plus intent data closed six-figure outcomes without much noise. Pipeline that keeps producing when a single channel goes cold.
Every practice line grew, year over year.
Per-practice programs across webinars, list hygiene, content, and events compounded into growth on every line. Practice and client names redacted at the client's request.
- Full HubSpot build replacing a limited Salesforce setup
- Owned the platform across Marketing, Sales, and Service
- Lifecycle stages, MQL / SQL criteria, and lead tracking across every channel
- Dashboards leadership opens every Monday
- 100+ employees onboarded, trained, and supported
- 600+ email campaigns and automation workflows, $1.2M+ in sourced pipeline across tenure
- Multi-channel programs across email, events, webinars, and partnerships
- Webinar engine across every practice line
- Inbound funnel and website inquiry routing built end-to-end
- Intent-data integration wired into the CRM
- $6.2M+ in net-new pipeline across tenure
- 115% YoY growth in marketing-sourced deals in 2024 (19 to 41)
- 51% YoY pipeline growth in 2024
- $2.68M in marketing-sourced pipeline in 2024
- Leadership dashboards reviewed every Monday
Five years in-house is where I learned to build a revenue system that a CFO will sign off on and a CEO will quote in the board deck.
Build the numbers next.
A short call to understand the gaps, the systems behind them, and whether the work belongs in my hands.
If it's a fit, we move into a paid working session from there.
Prefer email? elizabeth@selkire.com